Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.
The ROI Guy
AUGUST 4, 2010
Sell value vs. price - Traditional sales professionals focus on price, and therefore leave the discussion open to discounting. However, the buyers understand that the B2B vendor has an agenda - to sell products / services - and therefore remain wary of the analysis and advice. Provocation-Based Selling: Loosening the Status-Qu.
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